Comments on: Selling Managed Services: How to Get Your Foot In the Door http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/ Managed Services & Cloud Services Blog for VARs & MSPs Tue, 14 Feb 2012 23:41:40 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Todd Hussey http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-54172 Todd Hussey Wed, 09 Jun 2010 20:48:17 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-54172 What's the #1 mistake sales people make trying to get their foot in the door? They say too much. Say too much and it gives too much reason for the prospect to say no to a meeting. Don't sell, ask for an appt. If you are sure you want to get into that account, and that person (the business guy CEO/CFO), then focus on getting the appt only. The heck with too much focus on scripts, use sales ability. What’s the #1 mistake sales people make trying to get their foot in the door? They say too much. Say too much and it gives too much reason for the prospect to say no to a meeting. Don’t sell, ask for an appt. If you are sure you want to get into that account, and that person (the business guy CEO/CFO), then focus on getting the appt only. The heck with too much focus on scripts, use sales ability.

]]> By: randydowns http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-54171 randydowns Wed, 09 Jun 2010 18:39:51 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-54171 I am also looking for that sample email and phone script. I am also looking for that sample email and phone script.

]]> By: Joe Panettieri http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-53196 Joe Panettieri Mon, 12 Apr 2010 08:43:45 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-53196 Hi Lobintsev: I apologize but the Resource Center content changes completely each January and also gets incremental monthly refreshes. The document you mentioned is no longer posted but if I can dig it up for you. Feel free to email me directly (joe [at] NineLivesMediaInc.com). Thanks for joining the Resource Center. -jp Hi Lobintsev: I apologize but the Resource Center content changes completely each January and also gets incremental monthly refreshes. The document you mentioned is no longer posted but if I can dig it up for you. Feel free to email me directly (joe [at] NineLivesMediaInc.com). Thanks for joining the Resource Center.
-jp

]]> By: Lobintsev http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-53194 Lobintsev Sun, 11 Apr 2010 23:31:46 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-53194 Hello! I can't find "sample email and phone script" at the resource center. Is it deleted? Hello! I can’t find “sample email and phone script” at the resource center. Is it deleted?

]]> By: Al and Mike http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-7847 Al and Mike Tue, 29 Apr 2008 12:25:03 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-7847 Yes, it does take time to connect your offering to the business problem. That's done partly in the "first call" and mostly through the assessment phase. When prospecting, you're simply trying to get in the door with an exec that cares about a business problem you solve. Typically, the CFO cares about saving money...an obvious business problem they're trying to solve in today's economy. The reason you want to meet with a CFO type vs. IT is due to the obvious fear that IT could initially have with managed services. Yes, it does take time to connect your offering to the business problem. That’s done partly in the “first call” and mostly through the assessment phase. When prospecting, you’re simply trying to get in the door with an exec that cares about a business problem you solve. Typically, the CFO cares about saving money…an obvious business problem they’re trying to solve in today’s economy. The reason you want to meet with a CFO type vs. IT is due to the obvious fear that IT could initially have with managed services.

]]> By: Smily http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-7472 Smily Fri, 25 Apr 2008 14:05:22 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-7472 Yes. "Great! let me show you how our technology solutions can help your IT department better service and manage your IT infrustructure." :) Yes. “Great! let me show you how our technology solutions can help your IT department better service and manage your IT infrustructure.”
:)

]]> By: Neil http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-7389 Neil Thu, 24 Apr 2008 23:15:38 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-7389 This is a great post. I find it's hard to overcome the objection ie they use an IT department or an outsourced IT company. Any tips on overcoming objections? This is a great post. I find it’s hard to overcome the objection ie they use an IT department or an outsourced IT company. Any tips on overcoming objections?

]]> By: Digital Edge http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-7294 Digital Edge Thu, 24 Apr 2008 05:53:55 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-7294 Very good, but takes time to understand how to connect your offering to the business problem. Technology can be presented in so many different ways, so it is very hard to find right angle. Very good, but takes time to understand how to connect your offering to the business problem. Technology can be presented in so many different ways, so it is very hard to find right angle.

]]> By: Frank http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/comment-page-1/#comment-7045 Frank Tue, 22 Apr 2008 06:46:41 +0000 http://www.mspmentor.net/2008/04/18/selling-managed-services-how-to-get-your-foot-in-the-door/#comment-7045 Al, Mike: One of our new sales reps used your script today. He got two appointments from a dozen calls. The meetings are April 30. If we get any business, I will post another note here at that time. One thing we've never really measured is the percentage of cold calls that lead to business meetings and the percentage of meetings that lead to sales. We're finally starting to think about metrics like that. I'll report back after April 30. Thank you. Al, Mike: One of our new sales reps used your script today. He got two appointments from a dozen calls. The meetings are April 30. If we get any business, I will post another note here at that time.

One thing we’ve never really measured is the percentage of cold calls that lead to business meetings and the percentage of meetings that lead to sales. We’re finally starting to think about metrics like that.

I’ll report back after April 30. Thank you.

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